Cover image for Get more referrals now!
Get more referrals now!
Cates, W. R. (William R.)
Personal Author:
Publication Information:
New York, N.Y. : McGraw-Hill, [2004]

Physical Description:
xvii, 200 pages ; 23 cm
General Note:
Includes index.
Subject Term:
Format :


Call Number
Material Type
Home Location
Item Holds
HF5438.25 .C367 2004 Adult Non-Fiction Non-Fiction Area

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Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers:

Work less and earn more by getting existing customers to work for them generating high-quality referrals Turn every business contact into a relationship and every relationship into a sales success story

Author Notes

Bill Cates (Silver Spring, MD) is president of Referral Coach International. The nation's foremost expert on increasing sales through highquality referrals, he speaks on the subject to more than 20,000 sales professionals and entrepreneurs annually.

Table of Contents

Acknowledgmentsp. ix
Introductionp. xi
Part 1 The Foundation: Adopt a Referral Mindset
Chapter 1 Do-Not-Call Lists--The Death of Cold Callingp. 3
Chapter 2 Building Your Referral-Based Businessp. 7
Chapter 3 The Relationship Is Everythingp. 11
Chapter 4 Develop a Referral Mindsetp. 19
Part 2 The First Skill: Enhance Your Referability
Chapter 5 Exceed Your Clients' Expectationsp. 33
Chapter 6 Put Your Attitude of Service into Actionp. 37
Chapter 7 Make Your Clients Go "Wow"p. 45
Chapter 8 The Value of the Complaining Clientp. 53
Part 3 The Second Skill: Prospect for Referrals
Chapter 9 Plant Referral Seedsp. 61
Chapter 10 Ask for Referrals at the Right Timep. 67
Chapter 11 Ask for Referrals in an Effective Wayp. 75
Chapter 12 Explore Client Resistancep. 83
Chapter 13 The Power of a Profilep. 91
Chapter 14 Upgrade the Quality of Your Referralsp. 95
Chapter 15 Get Introduced to Your New Prospectp. 99
Chapter 16 Create a Great Referral Experiencep. 107
Chapter 17 Correct Mistaken Assumptionsp. 113
Part 4 The Third Skill: Strategic Networking
Chapter 18 Build Your Own Personal Sales Forcep. 119
Chapter 19 Have a Strategy for Business Eventsp. 127
Chapter 20 Get the Most Out of Business Eventsp. 133
Chapter 21 It's Not Over When the Event Is Overp. 141
Part 5 The Fourth Skill: Target Niche Markets
Chapter 22 Your Most Powerful Marketing Strategyp. 147
Chapter 23 Targeting Your Niche Marketp. 153
Chapter 24 Cultivating Your Reputationp. 161
Chapter 25 Your Target Marketing Planp. 173
Chapter 26 Putting It All Togetherp. 177
Appendix A The Importance of Processp. 185
Appendix B Collect and Use Testimonial Lettersp. 189
Indexp. 193